Ken forwarded me this podcast of Robert Cialdini speaking on his Six Weapons of Influence, which he lists as

Reciprocation
Commitment and consistency
Social proof
Authority
Liking
Scarcity

Cialdini’s book is in its fourth edition, and has apparently been adopted as a text for more than a few classes and the concepts have worked their way into everybody’s marketing seminars. Motivation speaker [...]

November 10, 2005
Categories: Libraries & Networked Information . Tags: apparently, authority, commitment and consistency, directed difference, friendly thief, give and take, hobgoblins of the mind, liking, marketing, motivation speaker, patricia fripp, podcast, reciprocation, robert cialdini, rule of the few, scarcity, six weapons of influence, social proof, thief, truths are us, uncomfortable, yakyak . Author: Casey . Comments: 21 Comments

I’ve been talking about it a lot lately, most recently in a comment at LibDev.
In the old world, information companies could create value by limiting access to their content. Most of us have so internalized this scarcity = value theory that we do little more than grumble about the New York Times’ authwall or similar [...]

July 15, 2005
Categories: Libraries & Networked Information, Technology . Tags: accessibility, accessible resources, authoritative, electric forest, google, google economy, information, jenny levine, new york times, oclc, scarcity, search engines, the shifted librarian, value, value equation, value theory . Author: Casey . Comments: 5 Comments